What Is Product Positioning?

Product placing is the process of deciding and also communicating how you desire your market to think and also feel around your product. Effective product placing requires your team come articulate:

How her product have the right to solve her customer’s problemWhy the is a better solution 보다 its competitors

Why Is Product placing Important?

Very few products will represent the ideal solution for everyone. Do the efforts to construct a marketing story so large that it appeals to everyone will certainly likely result in message that fails to resonate through anyone. Product teams require to know the segment of the market most likely to uncover their product appealing. They additionally need to have the ability to articulate the worth of your product in a means that will certainly resonate specifically with that audience.

You are watching: The goal of positioning is to ________.


If a organization wants to industry a line of garments to upper-income consumers, for example, it will be a wrong to shot positioning those products as affordable. A much better approach might be placing the that company apparel brand as the an option of vital influencers amongst the upscale demographic.

Note: You deserve to develop an ext than one position for the very same product. The score of placing is to existing your product together attractively as possible for a details market segment. If your product appeals to number of demographics, girlfriend will desire to construct a positioning arrangement for every segment. Each post will likely be different.

How have the right to I place My Product?

Before we comment on a few best practices for this exercise, it’s necessary to address a typical misconception that plenty of marketing and also product groups have about product positioning. Ultimately, a service does not gain to recognize the place its product holds in the market. Only the market itself deserve to do that.

As marketing specialists Al Ries and Jack Trout explain in their book Positioning: The battle for her Mind, a product’s position lives in the mental of that is customers and the general public. It represents every one of the experiences people have had actually with a product and also its company, and also the emotional reaction they have when they see the product, hears the name, look at its logo, or listen a reference.

But also knowing the it will at some point be up to your market just how they see your product, you must still interact in the placing exercise. Her goal here is to figure out the many compelling means to existing your product to your target customers. Here are a couple of steps to acquire you started:

Step 1: obtain to know Your Persona

The very first step in occurring an effective positioning setup for her product is to gain a deep knowledge of the people you hope will certainly buy it.

You have to learn much more than simply the age selection of this people, or the geographic regions whereby they live. Additionally, you will must know exactly how these world view the world, what their usual goals and also dreams are, their fears and concerns, who impacts them, etc.

You deserve to learn this details through surveys, by speak directly and also at length with little groups the your best personas, and via industry research. Your goal here is to build a solid sense of that your persona is as a person. That is the only method you deserve to craft messages and present her product to attach with these civilization emotionally in a hopeful way.

Step 2: analysis Your Competitors

As we discussed in the introduction, placing your product properly requires both that you find the ideal message about your product for the right sector segment and that friend articulate to that segment what makes your product much better than the remainder of the field.

The Milk Duds team check its competitors and found one area where they might dominate. Your caramel-covered chocolates took much longer to eat 보다 a typical coco bar or smaller treats like M&Ms’ candy-covered peanuts. Climate they developed a distinctive position the resonated through candy buyers: You’ll have a longer-lasting candy experience with Milk Duds.

Examine the competitive landscape for her products. Is there an emotional create your competitors are lacking that you can use come carve out a valued location in your consumers’ minds?

Step 3: Decide exactly how You want Your Persona come Feel around Your Product

The next step is the many difficult. Friend will require to apply what you’ve learned around your persona, and about any potential openings in her market, to recognize a unique an are for her product to occupy in customers’ minds.

Product placing requires more than just articulating the distinct value proposition of her product. It additionally requires that you discover a means to attach on an emotionally level through your prospective users and buyers. You have to ensure that they have actually a strong, optimistic feeling around your brand as soon as they conference it.

If girlfriend don’t take it proactive procedures to affect those emotional reactions in your users, castle might develop their reactions—and those might be negative.

An instance of excellent Product Positioning

In your book, Ries and Trout comment on many real-world instances of products that have had tremendous success positioning (and re-positioning) us in the mental of consumers. Stop look at one here.

The Milk Duds Example

At one suggest in its history, the Milk Duds candy brand to be struggling come survive. Its parent company couldn’t complete with the more successful cacao bars ~ above the market. Few stores would even bring Milk Duds—and many of its sales to be to movie theaters.

Then the that company marketing and also product groups hit on a brilliant idea. Milk Duds last longer than other candies. Lock made much more sense as a movie theater treat because moviegoers might enjoy their snack longer during the film 보다 if they bought a Hershey’s chocolate bar. This post of a long-lasting law resonated far past movie theaters. Eventually, it made Milk Duds among the most successful candy commodities on the market.

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What lock did and also why the worked:

The team behind Milk Duds uncovered a new means to place their product for customers, one the no other candy provider to be trying to earn: The long-lasting candy bar. The firm didn’t change any element of the product itself. They uncovered a new position for their brand to occupy in the minds and also hearts that candy-buyers.

Related Terms

product strategy / user research / product vision / user persona / the person who lives persona / distinctive selling proposition